Strategy&: The Essential Advantage

Discover your company's essential advantage.

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The conventional wisdom about strategy may be leading your company astray. In The Essential Advantage: How to Win with a Capabilities-Driven Strategy, Strategy&s Paul Leinwand and Cesare Mainardi maintain that success in any market accrues to firms with a coherence premium — a tight match between their strategic direction and the capabilities that make them unique.

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Achieving coherence requires a sharpness of focus that few companies have mastered. This book helps you identify your firm's distinctive blend of strategic direction and differentiated capabilities that give you the "right to win" in your chosen markets.

Based on extensive research and providing a wealth of exercises, tools, and company examples from many industries (including Amazon.com, Walmart, Pfizer, Inditex -Zara-, Itaú Unibanco, and Procter & Gamble).

The Essential Advantage helps you construct a strategically coherent company in which the pieces reinforce each other instead of working at cross-purposes. Access our page dedicated to the report, and discover discharge systems that audit and consulting firm created for you on the web site:

Among other insights, the authors reveal

• Why you should focus on a system of only a few differentiated capabilities.
• How to identify the way to play in your market by finding the nexus of your customers and your own capabilities
• Why you should manage your portfolio to fit your capabilities system
• How to raise your top line by deploying your capabilities for growth
• How to uncover surprising opportunities in M&A that conventional deal makers don't see
• How changing the way you think about costs can help you grow stronger
• How to rework your organizational structures and practices to become more coherent than your competitors

Few companies achieve a capabilities-driven right to win in their market. This book helps you position your firm among them.


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Switching to Google Apps is easy for IT and for end-users. With data migration capabilities for all common legacy systems included at no extra cost, companies can transition quickly and with minimal disruption. Google Apps offers users the familiar experiences of Gmail, Google Calendar, Google Drive, Docs, Sheets, Slides and other tools already used by hundreds of millions of people in their personal lives, so minimal training and support are required.

Estudio “Cliente@2.033”, de PwC e ICEMD

Es para mi un honor comenzar este esfuerzo interactivo, como Alumni PwC y Alumni ICEMD:

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Con la presentación en Madrid del estudio “Cliente@2.033”, elaborado por PwC en colaboración con ICEMD (Instituto Economía Digital de ESIC) ya que soy alumni de ambas organizaciones, tanto e la ecuela de negocio (ESIC), como en la consultora, en la que trabajé en el equipo de TSO, como gerente.

Contacto Mateo Rodrigo Guerrero Estébanez

Según se indica en la propia página web de la firma, el informe recoge los próximos pasos a seguir por las empresas para ajustarse a las demandas de un nuevo mercado determinado por las nuevas tecnologías, los cambios en la generación de los llamados Nativos Digitales y otras tendencias mundiales junto con las peticiones que trasladan más de 8.300 particulares más informados, mejor conectados y muy exigentes.

Presentado en Madrid, el estudio “Cliente@2.033”, elaborado por PwC en colaboración con ICEMD (Instituto Economía Digital de ESIC), recoge los próximos pasos a seguir por las empresas para ajustarse a las demandas de un nuevo mercado determinado por las nuevas tecnologías, los cambios en la generación de los llamados Nativos Digitales, y otras tendencias mundiales, junto con las peticiones que trasladan más de 8.300 particulares más informados, mejor conectados y muy exigentes. La pregunta que nos debemos plantear es ¿cómo podemos mantener el liderazgo en el nuevo escenario

Las empresas españolas no están logrando responder eficazmente a las exigencias del nuevo cliente en la era digital y su nivel de adaptación a sus demandas es todavía moderado. Así se desprende del estudio “Cliente@2.033”, elaborado por PwC con la colaboración del ICEMD, Instituto de Economía Digital de ESIC, que analiza cómo deben prepararse las empresas para el cliente del futuro y que recoge las opiniones de más de 6.000 profesionales del sector y estudiantes universitarios sobre cómo están utilizando las empresas españolas las nuevas tecnologías para relacionarse con sus clientes

¿Cómo será el consumidor en la España del 2033? ¿Qué tendencias tendrán mayor peso? Los cambios sociodemográficos dibujan un consumidor distinto al que ahora conocemos: las nuevas tecnologías y las tendencias más globales cuestionan la viabilidad de los modelos de negocio tradicionales y el cliente exige mucha más atención. ¿Están las empresas españolas preparadas para el reto que se avecina?

Crea presentaciones como este magnifico informe de PwC, que tengo que decir orgullosamente, está realizado por un conocido mio; Prueba gratis Google Apps for Business:  http://goo.gl/s2JpHs

Work Better Together from Anywhere !!!

Millones de organizaciones en todo el mundo confían en Google Apps for Business para el correo electrónico profesional, el almacenamiento de archivos, las videoconferencias, los calendarios compartidos, la edición de documentos y mucho más. Google Apps for Business es un paquete de aplicaciones de productividad basado en la nube que ayuda a los equipos a comunicarse, colaborar y trabajar desde cualquier lugar y dispositivo. Es fácil de configurar, usar y administrar. Así, tu empresa se puede centrar en las cuestiones que realmente importan.

Es importante ofrecer un aspecto profesional; para tus comunicaciones, presentaciones, informes, tablas y transparencias, utiliza una dirección personalizada con Google Apps for Business. Las sencillas y, a la vez, potentes funciones de Google Apps for Business te ayudan a desarrollar tu marca y a agilizar el trabajo.

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Consulta el correo electrónico, comparte archivos, edita documentos, participa en videoconferencias y mucho más, ya estés desplazándote, en la oficina o en casa. Puedes continuar el trabajo donde lo dejaste desde un ordenador, una tableta o un teléfono. La potente configuración administrativa te proporciona un control absoluto sobre los usuarios, los dispositivos, la seguridad y otros elementos. Tu información, tus informes y tus modelos de datos, siempre te pertenecen y se irán contigo si cambias a otras soluciones.

Business Administration & Strategy Consulting

Earning customers' loyalty: Isn't that for companies in consumer markets? 

Many business-to-business (B2B) executives figure that their customers act rationally and base decisions mostly on price—loyalty doesn't enter into the equation.

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Increasingly, however, B2B executives in industries ranging from industrial goods to financial services to healthcare find loyalty to be a powerful lever for them. It can both accelerate growth and create sustainable competitive advantage. But earning loyalty in B2B markets poses unique challenges, often involving complicated channel structures, concentrated buyer communities or large accounts with many people influencing the relationship. Defining who the customers really are and how to best engage them requires tailored solutions and a higher level of sophistication.

For example, when Tata Steel Wire Division (TSWD) in India needs to understand how farmers are using its barbed-wire fences so that it can develop targeted new products, it has to work through its distributors and retail network. For any supplier to a large corporation, simply mapping who in the organization decides on, influences and uses the product can be a Herculean task.

In B2B markets, even those long regarded as commodities, deriving strategic advantage from loyal customer relationships requires true differentiation. Often that means not just great products at competitive prices, but also dependable delivery, tailored services and a high level of responsiveness and collaboration. The value in most B2B markets has shifted. Among manufacturers, for instance, profit pools have moved downstream to ancillary services, lifetime contracts or provision by the hour—all of which depend on addressing customer needs such as reliability or reduced risk. B2B companies thus need to go beyond mere satisfaction to earn customers' enthusiasm and loyalty so that they can improve the business's economics.

As Lanham Napier, CEO of cloud hosting firm Rackspace put it, "Greatness is achieved when customers say we're great."

Can a B2B customer really promote or advocate for your business? Yes, but not just by saying favorable things or recommending the firm to others. Loyalty and advocacy also can be expressed as the customer's willingness to discuss how you can better serve his or her needs and add more value—critical to boosting revenues and profitability.

To that end, many B2B companies have adopted a comprehensive approach called the Net Promoter SystemSM. This system gives companies the foundation for determining which investments will yield the highest return. At the same time, it shapes behaviors, mindsets and decision making at all levels in order to form a more responsive, customer-centered organization.

Net Promoter® companies use regular customer feedback to understand what they are doing right and wrong. They loop the feedback quickly to frontline employees, their managers and senior executives. That allows employees to discover the root causes of both problems and areas of distinction, which then enables them to take targeted actions. Over time, the accumulation of improvements serves to build a powerful competitive differentiation. Access our page dedicated to the report, and discover discharge systems that audit and consulting firm created for you on the web site:

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Mail to: mguerrero@ba-sconsulting.com

Mateo Rodrigo Guerrero Estebanez Visita mi página profesional ICEMD.

Mail to: mguerrero@ba-sconsulting.com

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